Cold calling · Sales

Anybody good at cold calling to businesses?

AJAY BAM Ceo and Co-founder at Vyrill Inc

March 7th, 2013

All,

I need some tips on how to do effective and good cold calling to businesses. I have looked up at tons of online tips but I would love to chat up with an expert for on the topic. Anybody here mastered the art of cold calling? I find it an uncomfortable activity although I am a total extrovert personality wise. I could really use speaking to an expert and clarify my doubts on the topic.

I am willing to trade with you tips on how to network effectively online and offline (at events)..

Thanks..
Cheers,
Ajay
http://www.linkedin.com/in/ajaybam

Lowell Winer Experienced web/mobile app product and business development executive focused on health and consumer

March 7th, 2013

This might help.. http://predictablerevenue.com/

It's a good buddy of mine that is super smart about the sales process and has built a successful consulting business around his sales methodologies..

Nick Fassler Product Manager at Yammer

March 7th, 2013

I'd check out Scott Sambucci. He runs http://www.salesqualia.com/, does lots of workshops on sales for startups in SF, and I believe does some consulting with startups directly (I'd guessing he'd be willing to give some free advice). I highly recommend his workshops if you get a chance as well.

Cynthia Wylie Creator Bloomers! Island

March 7th, 2013

I cold call all day long. Initially it was out of my comfort zone, but eventually I got good at it. Like anything the more you do it the easier it gets. I make call sheets. The important thing (in addition to the strategies from some of the great resources offered here) is to just pick up the phone and do it. Over and over.

Fernando Campos Cofounder at Break Ventures

March 7th, 2013

Hey hey-

I've had a lot of experience cold calling SMB all the way to enterprise. Would love to help out in anyway I can. 

Shoot me an email at fernando@anyperk.com, and we can go from there. More than happy to help anyone else with sales/bd as well!

Cheers, 

Fernando

Anonymous

March 7th, 2013

This always helps my team get focused.. 

http://www.youtube.com/watch?v=8kZg_ALxEz0

Thanks - 

John@Comr.se 

Rajen Sanghvi Vice President at PiinPoint

March 7th, 2013

Ajay - I'd be happy to walk you through a number of strategies that have worked and not worked for me.  Ultimately this really depends on the type of product you're selling.  For example - cold calling to a restaurant where you're likely talking to a Small Business Owner, is vastly different from picking up the phone and calling a CFO to get them to change ERPs.   The definition of cold calling also varies depending on where you're 'leads' are coming from as well.  

Let me know if you want to have a quick Skype chat and I'll be happy to help.  

-- Rajen 

L. Marshall-Smith

March 7th, 2013

Not sure I'd call myself an expert on the subject, but I've opened a few rather big doors in my time, like Procter & Gamble, Warner Bros, Sony, NBC, ABC, CBS, the CEO of Panda Express, for example, and a few small business doors as well. I'd be happy to chat about how I've done it.

Oh and on the YouTube video noted above, great inspiration.  Actually know one of the producers of that film. That scene was not in the original, award-winning play.  David Mamet wrote It especially for Baldwin for the film. And Baldwin nailed it. Talk about walking away with the movie!

Jonathan Bond-Caron

March 7th, 2013

What I've found is that generic e-mails don't work. What I've had success with so far are personalized e-mails followed with a phone call the next day.

Adding screenshots or documents to the e-mail helps to break the ice in the phone conversation.

I don't think there's a secret sauce though, you have to adapt the script/pitch to every customer.
Like Rajen said it depends on your product and the type of leads. 

A strategy I use is to call in 1 week to the same type of customers (e.g. Small Business)
Then the next week I'll switch to another type of people to contact (e.g. Universities)

It helps keep the conversations focused in the same week on the same type of customer. 
I guess you can call it weekly market segmentation of your cold calls.

Richard Rosen Founder of FastCall --‚Äč> #1 Phone Sales Productivity app in the Salesforce AppExchange

March 7th, 2013

+1 on Predictable Revenue.

Are you using Salesforce.. 

I'd say start w the right tools.

Monica Lewis

March 7th, 2013

[Full disclosure, I currently work at LinkedIn]

LinkedIn recently launched an a sales version its product, that helps you get smarter about who to reach out to at sales target companies, what the strongest path in your network is in to those individuals, integrated with Salesforce, amongst other things!

http://www.linkedin.com/mnyfe/subscriptionv2?displaySalesProduct=&identify=false&crm=sfdc

Good luck!
Monica